7 Tricks for Marketing Psychology so that sales increase
One important task of the role of a great marketer/marketer is to understand how and why people think and act as they do. This is marketing psychology.
So, before you do strategies or marketing tactics that tend to be technical, very helpful if you understand first how people operate. Why? Simply put because understanding some psychological key principles can change your marketing/marketing from either extraordinary.
Through this article, you will learn what psychological theories that you can use to optimize marketing functions in your business. However, let’s recognize first what the definition is clear. Here is a brief definition of the term marketing psychology!
Tricks for marketing psychology
Marketing Psychology is an understanding of the motives that affect emotions and market actions in viewing a product and services offered by business people.
Next, we will explain what marketing psychology tricks that you can apply so that your sales increase!
Help Customer Candidates To Avoid “Action Paralysis”
Several approaches can be done so that your customer/customer candidates are aware of the free trial questions you have to offer.
Most companies choose to copy templates that are commonly used by people sort of “Register yourself for a free trial for 30 days” or in English with a short sentence “Try Premium Trial for 30 Days”.
But a better alternative than that is by using a softer approach such as “no payment for the first month”.
The goal is the same, but potentially different results. Which sounds better in your ears so don’t hold you to try? You can also use subtext to strengthen your CTA.
Examples are like, “Cancel anytime” or “full access to all premium features”. This example is a type of change / adding a good subtext for use for testing a / b testing.
Give the Hierarchy of Labels on Customers
Make your customer feel special. It can be a great retention tool, and you have the opportunity to change the customer to an ambassador for your product for free. This is also a good acquisition method, considering how many new customers who are very qualified can be coming because of word-of-mouth recommendations.
Then, how to apply label hierarchy for your customers? Here’s how!
- Add labels in your account/product that gives them a higher level of status than others (maybe after they become customers for a certain period, or for those who have taken certain actions related to your products and services)
- Send them something real they can use / use (exclusive-ebook, merchandise, and other exclusive)
- Give a digital badge that they can exhibit/put on their website to say that they are certified members who won the status of Gold / Ema, Silver / Silver, and others.
Understand 3 types of buyers
Neuroeconomic experts have defined three types of buyers to “Tightwads”, “SpendThrifts”, and “Average Spenders”. Get to know them and learn the marketing tricks for each of the buyer categories by understanding the following details!
The type of buyer Tightwad prefers to save money rather than spending it massively. They are a budget and a planner.
Tightwads held back their money spending as long as they could. And the reason they do this doesn’t have to be because of their reason less / need money. They do this sometimes because they want to save their money to buy rare items, for example.
They can also wait for the price of a product to go down after the product hype has gradually subsided.
So, they spend less and save more than most people.
How to sell to Tightwad
Selling to Tightwad does not occur overnight, so be prepared to play a rather tiring game. In addition, if the price offer is not following their budget, they may never eat the marketing bait you provided.
Use words that are charged with negative emotions in your marketing content. It’s good that you don’t deliver, “You have the right to get this”. Try to deliver something like, “Save more in the future by investing here, right now!”
Rely on number data, charts, and graphics. Use it all as their emotional attraction in encouraging sales. In essence, be straightforward, honest, and right. They don’t like marketing that is a basis.
This type of buyer is also actually not much. As you might have expected, SpendThrifts is the opposite of the first type. It is immune to spendthrifts against the ordinary sense of natural buyers, they shop more and save less than most people.
This type of buyer follows the motto, that money is intended to be spent, and spend money does not need to be influenced by the controlling factor of a budget. Their purchase action is truly driven by an emotional trigger.
How to sell to spendthrifts
SpendThrifts is your easiest customer because they usually don’t need to be convinced much to make a purchase. But there are still tricks to attract purchases from them.
Use emotional ads. It could be a video that includes many images (cute babies, puppies, and cute creatures that are always fun spectators). Take advantage of color marketing psychology in an attractive way for them.
Tightwads and spendthrifts that we just explained like sitting on the opposite side of the spectrum of spending money. Meanwhile, Average spenders are rather difficult to explain. The point of this average spenders is in the middle of the two other types of buyers.
Most average spenders buy items that they can still rationalize as a good investment, but also those who do not risk their finances.
So they still pamper themselves about shopping but they do it for reasons that tend to be rational, while still trying to save money also adhere to some of the budgets they have made. His expenditure was driven by emotions and also by analytics.
How to Sell to Average Spenders
Average Spenders represents your biggest buyer base so that the target market focuses on your efforts on this type of buyer.
Then make a balance of emotional marketing strategies as well as data-driven. For example, you can include a money-back guarantee, a lifetime warranty, or free shipping to calm their fear of regretting buyers they might experience later. This can encourage them to shop without a worry.
Wake up the urgency in a smart way
In a test study by Howard Leventhal, he concluded that people tend to block important information if they did not receive advanced information that contained special instructions on how to deal with it optimally.
For example, you have an online business platform. You also have to emphasize the unique features of your product and how it can save users from profit-loss if the user doesn’t use it (the feature is only in the only superior online platform, namely from your company).
The point is not to build urgency with cliche words. Try more specific and unique to make it outstanding.
Show your company “Stand for Something”
If you stand for something, the charity for cancer sufferers or children who need free schools, the market will potentially become your customers.
64% of people from the survey conducted by Unbounce, stated that their purchasing decisions were more likely to be based on this one psychological factor. This trick is good and effective to increase your Conversion Rate.
Off the “Devil’s Advocate” technique
Research shows that people will be more likely to buy when they have an assumption questioned by your company.
What is the clear purpose? In essence, you need to overcome the concerns of prospective customers when carrying out sales by not adhering to a pile of boring theories/research.
Then what? Try giving the most relevant and actual case studies. It will be more interesting and more potentially selling.
Surprise your customer with extraordinary things
Surprise your customers with unexpected dishes, you can build loyalty to the brand better. In addition, you can likely receive more thanks in the form of testimonials which is a trace of your organic achievement.
People who have the potential to be customers will see it and consider using services / buying your products because they are more trusting your original user reviews compared to advertisements with an extraordinary cost of making a lot on television.
Is it true? Yes, because the digital era has been going on for a long time, the buyers depend on your values in the online world.
In addition to the theories we have submitted above, there are other interesting articles on the Dewaweb blog which you also have to read to add to your reference to developing business.
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